What to Say When a Recruiter Calls

What should you do when an executive recruiter calls?

If you’re not interested in changing jobs, consider that you may one day want the recruiter’s help down the road. And if you are, you’ll want to maximize the opportunity to increase your odds are landing an interview. Here’s how to respond:

Express thanks. Should you be satisfied with your current position, let the recruiter know you appreciate his or her interest in you. If possible, recommend any professionals you know who might be a fit the position. The effort will likely curry favor among both parties.

Find out more about the firm. When a recruiter calls, ask what search firm they work for, its Web address and phone number so you can check that he or she is being honest. You might also ask for references to candidates they’ve previously placed. Such sleuthing could prevent an embarrassing encounter with someone from your firm who’s posing as a recruiter to see whether you’re looking to jump ship.

Know the differences. There are two common types of search firms — retained and contingency. Retained firms are paid to conduct a search for an open position, even if they don’t end up placing someone. By contrast, contingency firms get paid only if a candidate they source is hired. Both types receive about 35% of a candidate’s annual starting pay as their fee. Retained firms usually work only on senior-level assignments. Contingency recruiters fill middle- to lower-level posts. Neither should ask you for money.

Read between the lines. During your first conversation, chances are you won’t be given the name of the hiring company, just a brief description of the opening and its requirements. The recruiter will then ask if you know anyone suitable for the job. Be equally discreet in return. If you’re interested, don’t fire off your résumé. Instead, ask for more information so you can evaluate the opportunity. Your next conversation should probably occur outside your office.

Be articulate and positive. The fact that a recruiter is calling you means you have the right background for an opening. Don’t assume you’re just chatting; the search firm will be evaluating whether you have the communication skills and other intangibles needed for the job. For example, this means a candidate who answer questions with “yups” and “nos” will likely be passed over for someone else who replies in full sentences.

Don’t exaggerate. When asked about your accomplishments or earnings, don’t embellish. Recruiters check references thoroughly and any lies will disqualify you. Fudging your résumé will give you a black mark not only with the recruiter, but with his or her clients as well.

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